Hell in the Hallway: How to Make Faster Decisions

"Where are you?" my wife said, waving her hand in front of my face. "Where did you go?" Well, to answer her question, I was lost in the labyrinthine paths of a difficult decision I had to make--whether to lay off some of my beloved team members at the tech startup I’m running.  I focused for a few minutes on what she was saying, but as soon as she finished, my mind snapped back, like a spring...

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CEB: The Six Shifts Behind the Digital Transformation of Business

"Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is digitization, and the faster companies stop resisting and work out ways to take advantage of it, the more likely they are to still be operating 15 or 20 years from now." - CEB

Times are a changin'. CEB recently shared...

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Single, Standard & Advanced Sales Demos…When to Use What?

Consensus offers multiple ways in which you can leverage video content. We like to break these down into three different types of “demos”:

  1. Single Video - Your typical explainer, YouTube, straight lined video.
  2. Standard Demo - One layer of “personalized branching”. After a short intro video, you can have a selection screen asking your viewer to mark what is interesting to them. Depending on how...
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Startup Leadership: Stop Doing Things and Get More Done - Becoming a Multiplier

When we launch startups, we wear every imaginable hat possible. Good leaders ask, "How can I do more?", but great leaders ask, "How can I do less?" As startup leaders we do a lot manually (if we're smart) before we invest the time to automate things that are unproven. But as we grow we need to multiply ourselves because we're just not scalable. "If only I could duplicate myself," we think.

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The B2B Sales Team that Never Talks to a Bad Lead

Ben Cohen (Wall Street Journal), recently wrote an article titled "The Basketball Team that Never Takes a Bad Shot", profiling the Pine City, Minnesota (USA) high school basketball team. He says, "The NBA's most efficient offenses seek out layups and threes. [This high school] takes the idea to the extreme."

Pine City reduces their mid-range shots to only 4.2% of their game, instead taking...

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Startup Leadership: The Principle of Primary Focus

There are a lot of reasons new startups don’t work out: interpersonal bickering among founders, undercapitalization, lack of validation in product market fit, unbridled optimism (a friend of mine calls it “Hopium”), not enough optimism, poor execution, bad decisions due to group think, and the list goes on.

But what do successful startups do that most don’t? Execution. Traction. Progress. In a...

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Interactive Content: The Future of the Buyer's Journey

By Hilary Bird, @hilbonix, @goconsensus

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Sales Development: The Hottest Job in Sales Right Now

By Hilary Bird, @hilbonix, @goconsensus

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Consensus Snags #9 in UVEF Top Utah Tech Startups

By Hilary Bird, @hilbonix

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Dreamforce '16: What You Didn't Miss

By Tate Smith, @goconsensus

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